Online Real Estate Consultant and Change in the Decision Process ($2590) · Snippets

Online Real Estate Consultant and Change in the Decision Process

Edited Apr 02, 2022

As important as the buyer, during the decision stages, are the various influencers and those involved who have their share of contribution in the final choice of the property. To become a good Online Real Estate Consultant, it is necessary to understand and help everyone involved in the purchase.

Tajarat strives to be Pakistan's biggest real estate developer ever, guaranteeing the highest international standards, prompt execution, and lifetime customer loyalty. For further detail visit skymarketing

Purchasing Influence Committee

The sale of real estate is a process that presents a series of peculiarities such as: highly complex and involved purchase, long decision time, high monetary values, insecurity for not knowing the professional and also the so-called “buying committee”.

You may have a few years in real estate or even decades of experience, but becoming a successful Real Estate Consultant and staying in that position is not easy.

Depending on the size of the family or the characteristics of the property in question, there will be people with the following roles, and you should influence each of them:

Initiator – The family member who shows the need or proposes the idea.
Watch – Usually whoever joins the information found by everyone or is more experienced to advise on the decision.
Influencer – All family members or directly involved with the benefits of acquiring the property.
Buyer – Who has the capital to buy.
User – Everyone who will use the property.

Digital Presence

And, today, they are all searching the internet for references and information to make their purchasing decisions.

Therefore, our blog brings innovative concepts, strategies and tools to help Realtors, Real Estate and Construction Companies to sell more, generate recurring opportunities and stand out from their competitors.

A true Real Estate Consultant, online or offline, knows the difference between acting only "Correcting" Real Estate or understanding the needs of customers and seeking to meet them so that they bring you good results.

The effort is worth it!

In another article I wrote, “Strategic Real Estate Marketing Planning”, I put some management models for you to implement in your team or in your Personal Real Estate Marketing.

It is very important to be aware of your customer's behavior in order to better understand their needs and the path they take until the moment of purchase.

It is impossible to ignore the relevance of Digital Presence when it comes to impacting all the people on the “buying committee” represented by the aforementioned roles.

The purchase of a house or property for your client, in most cases, represents the most significant financial effort that the family will make in the coming decades. And the decision to buy a property involves a series of fears that make the client flee from the action of having to make a choice. Therefore, your role is to facilitate the customer.

Fears of the customer who is going to buy a property

Below I did a study to list some of these fears of our customers:

Fear of the Realtor: The real estate market is certainly a highly competitive segment which generates inappropriate attitudes from some Realtors. As a result, some customers are already shielded from this type of “traditional seller” and you need to show your differentials to gain that customer's trust.
Fear of choosing the wrong property: As it is a no-return decision, the client is afraid of making the wrong decision and regret it. It is your role to provide him with as much information as possible and to make yourself present in the process in order to become one of the influencers.
Fear of installment plans and debt: As the economy is a very complex subject, most customers are carried away by what is read in the newspapers or said on TV, so be instructed to absorb the market moment and convey confidence to your customer, it's fundamental. It is necessary here to show the importance of “good debt” in building your family's equity.
Fear of the unknown: Often the customer cannot imagine the product because it has not yet been built. At this stage your website and your digital channels can help a lot! Today, there are countless ways to visually show your business to your client. Whether through videos, illustrations, photos, 360 tours, etc.
Fear generated by the purchasing committee: Remember that the customer is there expressing needs, often from a group, so try to understand them and convey the necessary security so that the customer does not feel pressured and make the decision naturally.

Motivations

In contrast to fears, there are some motivations and desires that should be explored, but that the client does not easily reveal, examples:

status;
feeling of power;
demarcation of territory;
privacy;
safety;
shortages;
effectiveness of the environment;
social projection;
welfare;

Buying process

The “decision process” I've been talking about consists of 3 simple steps:

Problem/Need Recognition
At this stage, the potential client discovers that they need a new property or are planning to invest. This tipping point can be triggered by marketing efforts or by the Initiator.
Evaluation of Alternatives
The potential customer faces several challenges and solution possibilities and needs help to find the best one for their profile.
Choice of Property and Closing
The client already has the solutions in hand and makes the decision.

The big secret is to act right from the first stage!

If you are already this client's trusted Real Estate Consultant, as soon as he finds himself in phase 1, he will call you. But otherwise, it will start looking for this information from various research sources that span between online and offline.
Online:

Google
Social Networks (Twitter, Facebook, Linkedin, Google+)
Youtube
Websites and blogs about the market
real estate portals

Offline:

Friends
newspapers
TV
Magazines
billboards

60% of this process takes place through the internet, statistical data from Google Think Real St ate (event on digital trends in the real estate market).

With this opportunity, your digital presence can impact potential customers who browse the various digital media. To serve your content, there are the following options:

Posting blog posts;
Disclosure of Infographics;
Ebooks and Whitepapers;
Webinars and Podcasts;
Public relations;
Questionnaires;
Guest posting;
Online forums;
Online videos;
Marketing in Comments;
E-mail marketing;
IF THE;
Social Media Content;
Blog Strategies;

Well produced and delivered content has the power to help your potential customers with the challenges of the purchasing process by replacing the questions and objections they already bring to the Seller/Broker/Real Estate Consultant.

Thus, when the commercial approach happens, the customer is already impacted by your personal or corporate brand and has a much better chance of closing a deal with you.

Content Marketing costs 3x less per opportunity generated through the internet.

Examples of content you should post on your real estate business website/blog:

Contents about the operating region : News, old photos, history, local businesses and curiosities; (These are called top funnel content and are intended to attract your audience and build your brand's authority)
Informative content on the real estate market: Important information that stimulates your consumers; (middle of a funnel, important content for the potential customer's decision-making process)
Supporting contents: Information about contracts, alternatives, financing, how to do it, check lists; (funnel background, relevant information the person needs to make final decisions)
Brand content: Also communicate about your company, differentials, case studies, testimonials from satisfied customers, company history, team; (funnel background, stories about your company and your brand, developing your company's authority with your audience)

Marketing x Sales

If the Marketing sector worked well in the first two stages, now the Real Estate Consultants (Sales) team can start the process of approaching the contacts generated by the Content Marketing strategy.

For this, it is important to qualify which of the people are at the time of purchase, then yes, seek the most direct contact.

To conduct an excellent sales follow-up, maintaining an objective relationship, the methodology that helps to differentiate is called soft selling. Through this "soft sale" you make your customer a smooth passage through the following phases:

Approach
Interview
Presentation
Objection
Closure

Conclusion

An experienced online Real Estate Consultant knows that the purchase of any property is not an instantaneous act, nor is it an impulsive act. Therefore, there must be a well-defined process for you to induce the customer to make small decisions until you complete all the steps in the decision process.

Buying a property is a complex communication and decision-making process. It takes place over time and involves several members. As a result of their complexity, decisions require more information and require more complete assessments due to the large volume of money.

Source: Tajarat.com.pk

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[Tajarat](http://tajarat.com.pk/)[](https://www.skymarketing.com.pk/) strives to be Pakistan's biggest real estate developer ever, guaranteeing the highest international standards, prompt execution, and lifetime customer loyalty. For further detail visit [skymarketing](https://www.skymarketing.com.pk/rawalpindi/university-town/)

**Purchasing Influence Committee**

You may have a few years in real estate or even decades of experience, but becoming a successful Real Estate Consultant and staying in that position is not easy.

Depending on the size of the family or the characteristics of the property in question, there will be people with the following roles, and you should influence each of them:

1.  **Initiator** – The family member who shows the need or proposes the idea.
2.  **Watch** – Usually whoever joins the information found by everyone or is more experienced to advise on the decision.
3.  **Influencer** – All family members or directly involved with the benefits of acquiring the property.
4.  **Buyer** – Who has the capital to buy.
5.  **User** – Everyone who will use the property.

**Digital Presence**

And, today, they are all searching the internet for references and information to make their purchasing decisions.

The effort is worth it!

In another article I wrote, “Strategic Real Estate Marketing Planning”, I put some management models for you to implement in your team or in your Personal Real Estate Marketing.

It is very important to be aware of your customer's behavior in order to better understand their needs and the path they take until the moment of purchase.

It is impossible to ignore the relevance of Digital Presence when it comes to impacting all the people on the “buying committee” represented by the aforementioned roles.

**Fears of the customer who is going to buy a property**

Below I did a study to list some of these fears of our customers:

1.  **Fear of the Realtor:** The real estate market is certainly a highly competitive segment which generates inappropriate attitudes from some Realtors. As a result, some customers are already shielded from this type of “traditional seller” and you need to show your differentials to gain that customer's trust.
2.  **Fear of choosing the wrong property:** As it is a no-return decision, the client is afraid of making the wrong decision and regret it. It is your role to provide him with as much information as possible and to make yourself present in the process in order to become one of the influencers.
3.  **Fear of installment plans and debt:** As the economy is a very complex subject, most customers are carried away by what is read in the newspapers or said on TV, so be instructed to absorb the market moment and convey confidence to your customer, it's fundamental. It is necessary here to show the importance of “good debt” in building your family's equity.
4.  **Fear of the unknown:** Often the customer cannot imagine the product because it has not yet been built. At this stage your website and your digital channels can help a lot! Today, there are countless ways to visually show your business to your client. Whether through videos, illustrations, photos, 360 tours, etc.
5.  **Fear generated by the purchasing committee:** Remember that the customer is there expressing needs, often from a group, so try to understand them and convey the necessary security so that the customer does not feel pressured and make the decision naturally.

**Motivations**

In contrast to fears, there are some motivations and desires that should be explored, but that the client does not easily reveal, examples:

-   status;
-   feeling of power;
-   demarcation of territory;
-   privacy;
-   safety;
-   shortages;
-   effectiveness of the environment;
-   social projection;
-   welfare;

**Buying process**

The “decision process” I've been talking about consists of 3 simple steps:

1.  **Problem/Need Recognition**  
    At this stage, the potential client discovers that they need a new property or are planning to invest. This tipping point can be triggered by marketing efforts or by the Initiator.
2.  **Evaluation of Alternatives**  
    The potential customer faces several challenges and solution possibilities and needs help to find the best one for their profile.
3.  **Choice of Property and Closing**  
    The client already has the solutions in hand and makes the decision.

**The big secret is to act right from the first stage!**

-   Google
-   Social Networks (Twitter, Facebook, Linkedin, Google+)
-   Youtube
-   Websites and blogs about the market
-   real estate portals

**Offline:**

-   Friends
-   newspapers
-   TV
-   Magazines
-   billboards

60% of this process takes place through the internet, statistical data from Google Think Real St ate (event on digital trends in the real estate market).

With this opportunity, your digital presence can impact potential customers who browse the various digital media. To serve your content, there are the following options:

-   Posting blog posts;
-   Disclosure of Infographics;
-   Ebooks and Whitepapers;
-   Webinars and Podcasts;
-   Public relations;
-   Questionnaires;
-   Guest posting;
-   Online forums;
-   Online videos;
-   Marketing in Comments;
-   E-mail marketing;
-   IF THE;
-   Social Media Content;
-   Blog Strategies;

Thus, when the commercial approach happens, the customer is already impacted by your personal or corporate brand and has a much better chance of closing a deal with you.

Content Marketing costs 3x less per opportunity generated through the internet.

Examples of content you should post on your real estate business website/blog:

-   **Contents about the operating region** : News, old photos, history, local businesses and curiosities; (These are called top funnel content and are intended to attract your audience and build your brand's authority)
-   **Informative content on the real estate market:** Important information that stimulates your consumers; (middle of a funnel, important content for the potential customer's decision-making process)
-   **Supporting contents:** Information about contracts, alternatives, financing, how to do it, check lists; (funnel background, relevant information the person needs to make final decisions)
-   **Brand content:** Also communicate about your company, differentials, case studies, testimonials from satisfied customers, company history, team; (funnel background, stories about your company and your brand, developing your company's authority with your audience)

**Marketing x Sales**

For this, it is important to qualify which of the people are at the time of purchase, then yes, seek the most direct contact.

To conduct an excellent sales follow-up, maintaining an objective relationship, the methodology that helps to differentiate is called _soft selling_. Through this "soft sale" you make your customer a smooth passage through the following phases:

1.  **Approach**
2.  **Interview**
3.  **Presentation**
4.  **Objection**
5.  **Closure**

**Conclusion**

**Source**: [Tajarat.com.pk](https://tajarat.com.pk/)

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